> [Free PDF Download] Sales digital transformationShortcuts to Success! Causes of failure and solutions.
Table of Contents
What is Sales Progress Management?
Managing progress with a supervisor
Sales progress management involves checking and managing the progress of projects, deals, etc., and the differences between the plan and the progress of the project. It also includes checking for any omissions or problems in the work and taking countermeasures if there are any problems. In the field of sales, they are required to identify the difference between the set goals and the current status, and to manage progress while communicating with customers.
Why is it important to manage sales progress?
Sales requires accurate sales forecasting and efficient schedule management. Here are four reasons why progress management is important.
1. To accurately forecast sales
By implementing sales progress management, you will chinese singapore b2c cell phone number data be able to understand the current status of your business. A more precise sales forecast is possible when an accurate status can be ascertained. Progress management provides a real-time grasp of overall progress and the status of business negotiations. This makes it easier to develop necessary actions and improvement measures. For example, even if sales targets are difficult to achieve, if progress is properly managed, problems can be identified at an early stage and remedial measures can be considered.
2. For efficient scheduling
By linking progress management to the sales process, you will be able to manage each stage of the sales process, such as initial appointment, follow-up, and closing. By linking the sales process to progress management, the next steps for each customer will become clear. This makes it easier to know what needs to be done next for each customer, and allows for more efficient schedule management.
3. for early detection of problems and risks
Progress management allows you to check the overall progress in real time. This allows for early detection of any problems or risks. Without progress management, it would be difficult to notice any delays or problems in the schedule. In many cases, by the time a problem is detected, it is too late. Progress management makes it easier to identify risks and problems and to take action in advance.
4. Effective use of sales representatives' time
Sales representatives' duties include not only communication with customers, but also meetings and preparation of documents. In some cases, these tasks may be burdening their work time. By establishing a system that eliminates the need for meetings and document preparation through progress management, the burden on sales representatives can be reduced. Efficient use of time also has the advantage of making it easier to improve productivity.
> [Free PDF Download] Sales digital transformationShortcuts to Success! Causes of failure and solutions.
Items required in sales progress management
Sales department meetings.
There are seven major items for progress management. Here we will explain the seven items necessary for sales progress management.
1. Goal Management
Goal management is an item for checking and evaluating progress toward and achievement of goals. It is important to clarify and set specific goals for the organization and each sales representative to achieve. These items include the target amount of sales, number of new customers acquired, and profit margin.
2. Case management
Sales pursues a variety of business opportunities and projects in order to win new business or expand existing transactions. Deal management provides the information necessary to track the status of business negotiations and deals, set up the closing process, and lead to the final closing of the deal. This item represents a central element of the sales process.
3. Customer Management
This section is designed to effectively collect and organize information about customers and to make use of that information. In addition to basic information such as customer gender, age, and contact information, customer management collects and centrally manages information such as purchase history, interests, priorities, and inquiries.
